I’ve just re-read Richard Denny’s fantastic book ‘Selling to Win’, in which he mentions a time management technique that I learnt many, many years ago from an old boss of mine.

Unbeknown to me, as I have been teaching this technique to people over the years myself it was actually first taught to Charles M Schwab of Bethlehem Steel by a training expert called Ivy…

I am constantly amazed at how poorly many company switchboards handle incoming telephone calls. How your phone is answered and how that call is handled says so much about your business.

Just today whilst phoning clients and prospective clients I have had company names barked at me, been put on hold without being asked, been put straight through to voicemail, and my…

Its a really common thing. You work with a really great candidate, you place them into a great job.

Yippee.

You do all the good stuff – the congratulations lunch, the follow up calls, you make them non-active on the database and your job is done.

Right?

WRONG

Of course this person should then become a client and you should work to continue to build the relationship into a really great one for the future. A client for life, if you do it all…